The Choice Close: A or B?
Practical ways to use the choice close, offering two good options so the question becomes which, not whether.
Two good options help people choose. Both must be fine with you.
10 tips that really help
These ideas come from Secrets of Closing the Sale (Zig Ziglar), The Psychology of Selling (Brian Tracy), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.
Two good options help people choose
Offering a choice between A and B moves the question from whether to buy to which to pick.
Prepare your pair.
Make both options acceptable to you
Never offer a fake choice, since either answer must be one you are happy to deliver.
Check both.
Offer two, not five
Too many choices create stress and delay, so keep the decision simple.
Limit the list.
Describe each option briefly
One clear sentence for each helps them compare quickly.
Write them down.
Offer the choice after a positive signal
Timing matters, because a choice offered too early can feel premature.
Wait for interest.
Pause after asking
Give them time to think and respond.
Count to five.
Respect a third answer
They may want neither option or something different, so listen with an open mind.
Be flexible.
Track what they choose
Patterns in choices show what customers prefer.
Note them.
Choice makes deciding easy
It moves the talk to which one.
Prepare.
Make both options real
Never use a fake option.
Check.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“Would you prefer the monthly or the yearly plan?”
“Shall we start Monday or Thursday?”
“Would you like the standard or the premium?”
“Which feels better?”
“Or we can wait if you prefer.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Prepare two good options
Make both acceptable to you
Offer them after a positive signal
Pause
Respect a third answer
Track results
Review
Further reading
- Secrets of Closing the Sale (Zig Ziglar)
- The Psychology of Selling (Brian Tracy)
- The Sandler Rules (David Mattson)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
Keep your place and keep growing
Create a free account to save your progress and pick up the next lesson where you stopped. No card needed.
Start freeThese lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.
More lessons in “Close With Confidence”
Keep going. Small steps every day make a big change.
← Previous: The Assumptive Close, Done KindlyNext: The Summary Close →
- Closing Is Helping Someone Decide
- Why Sellers Fear Asking
- Ask Early, Ask Often
- Silence After the Ask
- Do Not Apologise for Asking
- Believe the Customer Deserves a Decision
- Check Your Own Fear First
- Buying Signals You Must Not Miss
- The Trial Close
- Ask "How Does This Sound So Far?"
- Notice When Questions Turn to Details
- When the Body Says Yes
- What to Do If You Miss the Moment
- Test the Water Before You Ask
- The Assumptive Close, Done Kindly
- The Choice Close: A or B?
- The Summary Close
- The Next-Step Close
- The "Shall We Get Started?" Close
- The Question Close
- Close in One Sentence
- Map the Decision Process
- Win Over Every Person Who Matters
- Keep Momentum Between Meetings
- The Mutual Action Plan
- Handle the Last-Minute Wobble
- Get the Paperwork Done
- Close With a Committee
- Find the Real Reason Behind "Maybe"
- Reassure Without Pressuring
- Offer a Small First Step
- Use Gentle Urgency Honestly
- Ask "What Would Make This an Easy Yes?"
- Keep the Relationship If They Say No
- Say Thank You Properly
- Reinforce Their Decision
- Set Clear Expectations
- Plan a Smooth Start
- Check In Within a Week
- Ask for a Referral at the Right Time
